Tactic #1: The Wince: The wince can be explained as any overt negative reaction to someone’s

offer. For example, you might act stunned or surprised when your negotiating counterpart
names their terms. This tactic tells your counterpart that you know your limits, which isn’t
underhanded or dishonest.And wincing at the right time can potentially save you thousands of
dollars. Keep in mind that when deals are negotiable, your counterpart will start high.
Of course, you won’t always be the wincer. Many times, especially in the sales profession, you’ll
be on the receiving end of the wince. In this case, you can counter with the next tactic.

Tactic #2: Silence: In the negotiation process, silence can be your strongest tool. If you don’t
like what your counterpart has said, or if you’ve made an offer and you’re waiting for a
response, just sit back and wait. Most people feel uncomfortable when conversation ceases, and
they start talking automatically to fill the void. Almost without fail, your counterpart will start
whittling away his or her position when you use this tactic.

So what if you find yourself negotiating with a person who understands the importance of
silence as well as you? Rather than wasting time in silence, restate your offer. Don’t make
suggestions; just repeat your terms. This maneuver forces the other person to respond, and
more often than not, they respond with a concession.

Tactic #3: The Good Guy/Bad Guy Routine: This sleazy tactic is often used in movies,
where two detectives are interrogating a person who’s just been arrested. One detective seems
unreasonable and inflexible, while the other tries to make it look like he or she is on the
suspect’s side. This tactic is designed to get you to make concessions without the other side
making any in return. If you find yourself in a good guy/bad guy situation, the best response is
to ignore it. Recognize this game for what it is, but don’t play along and don’t allow the good
guy to influence your decision. The best technique is to let your counterparts play their game,
while you watch out for your own interests.

Tactic #4: Limited Authority: This tactic is a variation on the good guy/bad guy routine, but
instead of two people working over you, the one person you’re dealing with tells you that he or
she must approve any deals with an unseen higher authority. Sometimes, this higher authority
exists, but other times your counterpart will create this figure to gain an edge in the
negotiation process. So just because your counterpart tells you, “It’s out of my hands,” don’t
automatically assume the person is being honest. In this type of situation, two options exist:
one, ask to deal directly with this so-called higher authority; or two, test the limits of your
counterpart. You may find that although the other person has used this tactic to force you into
backing down, if you keep at him or her, you may get what you want.

Tactic #5: The Red Herring: This technique comes from fox hunting competitions, where one
team drags a dead fish across the fox’s path to distract the other team’s dogs. At the bargaining
table, a red herring means one side brings up a minor point to distract the other side from the
main issue. Effective and ethical negotiators generally agree that this tactic is the sleaziest of
them all. When your negotiation process is bogged down with a minor problem, and your
counterpart insists on settling it before they’ll even talk about more important issues, then you
are probably dealing with a red herring. In this case, use extreme caution, and suggest setting
the issue aside temporarily to work out other details.

Tactic #6: The Trial Balloon: Trial balloons are questions designed to assess your
negotiating counterpart’s position without giving any clues about your plans. For example, you
may ask your counterpart, “Would you consider trying our services on a temporary basis?” or
“Have you considered our other service plans?” Essentially, these types of questions put the
ball in your counterpart’s court, and the nice part about them is they aren’t really offers. They
allow you to gain information without making a commitment. When you’re on the receiving end
of a trial balloon question, you may feel compelled to answer it thoroughly. To maintain your
edge, resist this temptation and counter with another question. For example, if someone asks,
“Would you consider financing the house yourself?” respond, “Well, if I did, what would your
offer be?”

Tactic #7: Low-Balling: Low-balling is the opposite of the trial balloon. Instead of tempting
you to make the first offer, your counterpart will open the process with a fantastic offer.
Then after you agree, they start hitting you with additional necessities. For example, say you
see an ad for a product priced lower than other stores. But then after you agree to buy, the
sales representative uncovers the hidden costs, such as shipping or installation. In the end you
probably pay more than you would have at another store listing a higher price on the product.
To avoid falling victim to this tactic, ask your counterpart about additional costs before
agreeing to any deal.

Tactic #8: The Bait-and-Switch: Similar to low-balling, the bait-and-switch tactic should be
avoided. Your counterpart may try to attract your interests with one great offer, but then hook
you with another mediocre one. This tactic will almost always burn you, unless you can
recognize it. If your counterpart were really able to offer a genuinely good deal, they wouldn’t
have to resort to baitand- switch.

Tactic #9: Outrageous Behavior: Outrageous behavior can be categorized as any form of
socially unacceptable conduct intended to force the other side to make a move, such as
throwing a fit of anger or bursting into tears. As most people feel uncomfortable in these
situations, they may reduce their negotiating terms just to avoid them.
However, the most effective response to outrageous behavior is none at all. Just wait for the fit
to die down before reacting, because emotional negotiations can result in disaster.

Tactic #10: The Written Word: When terms of a deal are written out, they often seem non-
negotiable. For example, when was the last time you negotiated a lease, or a loan, or even a
service contract that was typed up in advance in an official-looking document? You probably
assumed these deals were non-negotiable, and for some reason most people make the same
mistake of accepting terms that appear in writing. The best defense against this tactic is
simply to question everything, whether it appears in writing or not. You’ll inevitably run into
some standard, non-negotiable documents, but it never hurts to ask questions. You may be
surprised how many contracts actually are negotiable when challenged.